Senior Manager, Sales Operations

    • Job Tracking ID: 512052-625650
    • Job Location: Westford, MA
    • Job Level: Management
    • Level of Education: Any
    • Job Type: Full-Time/Regular
    • Years of Experience: Any
    • Starting Date: ASAP
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Job Description:

Ribbon Communications is a company with two decades of leadership in real-time communications. Built on world class technology and intellectual property, the company delivers intelligent, secure, embedded real-time communications for today’s world. The company transforms fixed, mobile and enterprise networks from legacy environments to secure IP and cloud-based architectures, enabling highly productive communications for consumers and businesses. With 64 locations in 27 countries around the globe, the company’s innovative, market-leading portfolio empowers service providers and enterprises with rapid service creation in a fully virtualized environment. The company’s Kandy Communications Platform as a Service (CPaaS) delivers a comprehensive set of advanced embedded communications capabilities that enables this transformation. To learn more, visit 


Job Title:           Senior Manager, Sales Operations

Reports to:        Mike Swade

Location:           Westford, MA




Ribbon Communications is seeking a Senior Manager, Sales Operations to manage a global team in the following areas:

Executive Reporting

  • Send weekly report to Senior Leadership team and Finance
    • Proposals – Completed this week and ongoing proposals
    • Deals Desk – Completed this week and ongoing/expected deal reviews for upcoming week
  • Provide SMS input quarterly (and YTD)
    • Deals Desk
    • Proposals
    • Configurations
    • Sales Concierge
    • New Partners


  • Lead sales operations implementation of SFDC
  • Drive continuous improvement with IT representing sales operations on the weekly IT on existing, scheduled changes as well as adding new requirements based on the needs of the business
  • System Approvals
    • Profile and permission set approvals new and change requests for IT
    • Discounted Maintenance
    • Quotes missing line items or no synced quote, no approval required, run rate
    • Overrides – use judgement to override approvals based on contract pricing or minor quote changes to a previously approved quote
    • Approve for approvers who are out of pocket and have provided written approval (email, text, etc.)
  • Quote Approval Matrix
    • Own/maintain quote approval matrix referenced in the Bookings Policy
    • Work with sales, PLM, services, finance and others as needed to get alignment on the approvals required for quotes in SFDC
    • Work with IT to implement approvals, update as needed
  • Communicate SFDC changes to sales via Chatter, Quote Tips, participation in weekly sales regional calls, training programs, etc.


Global Deals Desk

  • Manage Deals Desk Team
    • Train on the Deals Desk process
    • Review Deal Reviews prior to email approval or review calls
    • Level workload within the team
  • Own end-to-end Deals Desk process, modifying as business requirements evolve, including SFDC automation and Deals Desk process templates
  • Work with sales leadership, PLM, services, finance and others to ensure timely development and approval of Deal Reviews
  • Schedule weekly calls with senior leadership team (sales, PLM, services, finance) for complex deal reviews and work with sales to prepare required materials
  • Manage Project Deal Review page in SFDC, ensuring that the data are accurate and up-to-date and modifying inputs as needed as business requirements change
  • Participate in QBRs as a preview of expected deals in current and next fiscal quarter and to understand from sales what’s working and what’s not working


Bids and Proposals

  • Manage Bids and Proposal Team
  • Mediate quick turnaround proposal requests
  • Work with management team on Tier 1 Bid/No Bid decisions
  • Ensure Bids and Proposal Team is managing boilerplate updates
  • ISO Process owner


Channel Program

  • Work with Channel Program leaders to ensure that the program is in sync with the overall sales process


Other duties as assigned.

Experience and Skills:

  • BA/BS degree with 5+ years of relevant experience in sales operations or sales support role
  • 3+ years of experience with CRM -
  • Must be organized, detail oriented and ability to multi-task in a fast paced environment
  • Strong presentation, written, oral communication skills.
  • Ability to work well cross functionally with highest level of professionalism

Please Note:

'All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.'

US Citizens and all other parties authorized to work in the US are encouraged to apply.